Sales Process

Name
Nadeem Dipesh Jitendra Mayur Monal Navin Bhushan

Roll No.
01 02 03 04 05 06 07

Prospects PreApproach

Close

Sales Process
Objections Approach

Presentation

PROSPECTING
Prospecting is the lifeblood of sales because it identifies potential customers. Reasons for new prospects:

To increase sales
To replace customers that will be lost over time

As a sales person you can ask yourself three questions to determine if an individual or organization is a qualified prospect: 1. Does the prospect have the Money to buy? 2. Does the prospect have the Authority to buy?

3. Does the prospect have the Desire to buy?

A simple way to remember to remember this qualifying process is to think of the world MAD.

Prospecting methods
Cold canvassing Endless Public exhibitions and demonstrations Center of influence Direct mail Telephone and telemarketing Observations Networking

chain customer referral

Orphaned customers Sales lead clubs Prospect lists Get published

Pre-approach
Sales person determines sales call objectives. Develop customer profile.

Customer benefit program.

Selling strategies. Customers need are determined.

Approach
An approach is a method designed to get prospects attention and interest quickly and to make a smooth transition into the next part of the presentation.
Each prospects and every sales situation is unique, so a salesperson should be adaptable. A salesperson should create a lasting impression on the prospect.

Ways of Making a Good Impression

Waiting for the prospect. The entrance. Rules of Twelve : First twelve words. First twelve footsteps. First twelve inches from your shoulders.

Handshaking.
Selecting a seat.

Types of Approach
Introduction Approach. Referral Approach. Benefit Approach. Product Approach.

Compliment Approach.
Question Approach.

Making the Presentation

Highly customized presentation Demonstrations Audio-visual aid Pause Address the needs Show that you CARE about the customers needs

Objections

Trial close & response

Categories of objections
Hidden objections Stalling objections No need objections Money objections

Product objections
Source objections

Meeting Objections
Responding to objections
Develop a positive attitude
Commit to always tell the truth Anticipate objections

Relax and listen do not interrupt

Forestall known concerns Evaluate objections

Closing a sales call

Buyer Questions Discounts Buying Hints Financial Offerings Requirements Credit Terms

Direct Request Probing method

Balance sheet Method

Final Closing

Alternative Choice